Director, Business Development Government Solutions

Job Description:

Who We Are:

We’re Cart.com, one of the fastest growing commerce enablement companies in the world. We provide the digital and physical infrastructure that empowers thousands of leading B2C, B2B and public sector organizations to unify commerce operations from product discovery to product delivery.

We’re building toward a world where commerce has no bounds. Our enterprise-grade software, services and logistics infrastructure, including our own network of omnichannel fulfillment and distribution centers, enable merchants to navigate an increasingly complex operating landscape and drive efficient growth.

Our goal is to be the global backbone of commerce. To achieve it, we’re looking for entrepreneurial, innovative and determined teammates who are eager to help our growing base of customers simplify their commerce operations and seamlessly reach their own customers, wherever they are. Sound like you? We’d love to hear from you.

Cart.com Fast Facts:

• 6,000+ customers worldwide

• 1,600+ employees globally

• 17 warehouses nationwide, totaling over 10 million square feet of space

• Headquartered in Houston, TX with international offices in Mexico and Poland

Our values:

Cart.com is building a company that is committed to living out these 6 core values:

• Be brand obsessed: Our lives are shaped by the brands we interact with daily. We obsess over the brands we serve, and about the things they care about.

• Think beyond the box: “We’ve always done it that way” is not a phrase uttered often at our office. We create creative solutions to complex problems.

• Don’t give up: We learn from our challenges and see them for what they are; great building blocks to an amazing brand story.

• Speak up: We communicate clearly and directly because we care deeply. Communication is the bedrock of our community.

• Work together: We’ve built a team that prides itself on diversity of thought and background. Collaboration is better with contrast.

• Remember to be human: We work hard, but we leave room for the people, places and things that we love.

Remote:

Candidates who live in or around the Washington, DC area is ideal but we are open to considering other US locations.

This position is open to applicants or individuals who are located in or willing to move to AZ, CA,CO, CT,DE,FL, GA, HI, IL, IN, KY, MD, MA, MI, MS, NE, NV, NJ, NY, NC,OH, OR, PA, SC, TN, TX, UT, VA, WA.

The Role:  

This role is a strategic, consultative role focused on enabling government-related opportunities by ensuring compliance, contract readiness, and regulatory alignment across federal, state, and local pursuits.

You will act as a subject matter expert (SME) in government contracting and federal regulations—supporting pre-sales strategy, advising on deal structure, reviewing terms and conditions, and guiding Cart.com through the complexities of public sector procurement.

You’ll work closely with Sales, Legal, Finance, Operations, and Compliance to help Cart.com win and successfully execute government contracts within our 3PL and fulfillment offerings.

What You’ll Do:

Government Contracting & Regulatory Expertise

• Serve as Cart.com’s internal SME on federal acquisition regulations (FAR), DFARS (if applicable), and public-sector procurement requirements.

• Advise cross-functional teams on compliance considerations tied to logistics, warehousing, fulfillment, and transportation services.

• Interpret RFPs, RFIs, RFQs, and government contracts to identify risks, requirements, and operational implications.

• Stay current on evolving federal, state, and local regulations impacting 3PL, supply chain, warehousing, and distribution.

Sales Enablement (Non-Quota Role)

• Partner with Sales and Business Development teams to support government pursuits, not carry a personal sales quota.

• Provide guidance on deal structure, scope alignment, and pricing considerations related to government contracts.

• Participate in customer meetings as a credibility anchor—helping government buyers understand Cart.com’s capabilities and compliance posture.

• Support go/no-go decisions for government opportunities based on regulatory and operational feasibility.

Contract Review & Negotiation

• Review, negotiate, and advise on terms and conditions for governmen